Strategic Account Manager

Strategic Account Manager, India

Location: India, Remote. Most preferred location is around one of our offices (Hyderabad, Gurugram, Bangalore),

Role’s overview: 

Edwards / Kidde Commercial UL, business brands of Kidde Global Solutions, Strategic Accounts organization is currently searching for a dynamic Strategic Accounts Manager (SAM) to manage and increase sales of fire alarm, air sampling smoke detection & emergency / mass notification solutions to clients in key verticals, including but not limited to Data Center / Technology, Hospitality and Modular Construction. This is a remote field position, and all locations will be considered. A person must be capable of flexibly pivoting across these verticals, adapting account strategies and stakeholder messaging to address the distinct buying processes, technical requirements and project delivery structures, unique to each segment.  

The primary responsibility of the Strategic Account Manager is to establish and nurture strong relationships with key stakeholders, while developing and executing Strategic Account plans that drive incremental sales through the Edwards sales teams and channel partner networks. Success in this role relies on a proven ability to forge strong connections with owners and executive decision-makers, including C-suite leaders, corporate headquarters personnel, consulting engineers, and general contractors or developers.  

Key responsibilities: 

Account Management: Build and manage relationships with key stakeholders across design, construction, ownership and operations to position Edwards & Kidde Commercial solutions in new and replacement projects. Key stakeholders include: 

Data Center / Mission Critical: Engineering firms, hyperscale and colocation owners/operators and senior design, construction, project and operations leaders. 

Hospitality & High End Residential: Brand and ownership executives, design and construction leaders, facilities teams, property managers and design consultants. 

Modular Construction: Modular manufacturers, general contractors, developers and owners. 

Manage relationships across large organizations and multi-site project portfolios. 

Identify new opportunities, expand demand and grow market share within target segments. 

Client Needs Analysis: Use consultative selling and active listening to identify priorities and recommend solutions that fit stakeholder needs. 

Strategic Planning: Develop and maintain account plans aligned to customer goals, buying criteria and value drivers. 

Assess client needs and support tailored solutions, specifications and presentations across varied project delivery models. 

Partner closely with sales and technical teams to align strategies and deliver solutions that support customer goals across target verticals. 

Advise engineers, architects and decision makers on standardization, fire and life safety requirements and applicable codes and brand standards. 

Key requirements and Qualifications: 

Min. Bachelor's degree. 

Technical certification, associate degree (or higher) preferred. 

5+ years of selling experience, with strong preference for min. 2-3 years of executive/end client/C-suite level sales experience in fire/life safety (or equivalent type) industry. 

Demonstrated experience / strong working knowledge in at least one of the following verticals: Data Center / Mission Critical, Hospitality or Modular Construction. 

Demonstrated ability to engage C-Suite and Director of Engineering decision makers, understand customer business objectives, define relevant solutions, and communicate value-added benefit effectively. 

Strong consultative selling skills and demonstrated ability to manage large, complex corporate accounts, across multiple simultaneous verticals. 

Experience in a consultative selling environment; active listening skills to identify client needs, build long-term relationships and deliver tailored solutions that drive measurable business outcomes. 

Excellent communication and collaboration skills 

Fluent English.  Other languages would be an advantage 

Proficient in Microsoft O365 and collaboration/webinar tools (Zoom, Microsoft Teams, etc.) and SalesForce. 

Valid driving license. 

Willingness to intensively travel across the region (up to 70%).